An increasing interest in the continuous evaluation of brand performance has been observed in both managers and academics over recent past using metrics approach. This paper discusses the essential components of a brand metrics strategy and application of brand scorecard as an integrated...

This study has been conducted in Mexico with which discusses the impact of sales territory design and compensation to salespeople as predictors of performance of sales unit effectiveness. The factors affecting performance of sales force through balanced supervisory control, cognitive measures...

There are two perspectives on controlling the performance of salespeople - an outcome based perspective and behavior based perspective. The former process focuses on the objective measures of results while the latter perspective on performance control of salespeople incorporates complex and...